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Positive Psychology: Fundamental Assumptions

Authors: M.E.P. Seligman Publication: The Psychologist Year: 2003 Focus Area: Emotion, Motivation, Decision Making Relevance: Positive psychology provides a different perspective on motivation, emotion, and ultimately decision making, and in so doing contributes to a balanced understanding of consumer behavior. Summary: This article frames the field of positive psychology, outlining important terms and concepts and […]

Positive Illusions and Well-Being Revisited: Separating Fact From Fiction

Authors: Shelley E. Taylor, University of California, Los Angeles; Jonathon D. Brown, University of Washington Publication: Psychological Bulletin Year: 1994 Focus Area: Self illusion, Mental health, Decision making Relevance: People have an occasionally problematic tendency to see themselves in an excessively positive light, which may prompt them to take greater risks, fail to appreciation their […]

Instilling Resistance to Scarcity Advertisement

Authors: Savia A. Coutinho and Brad Sagarin, Norther Illinois University Publication: Studies in Learning, Evaluation Innovation and Development Year: 2007 Focus Area: Decision Making, Emotions, Prevention, Persuasion Relevance: Reducing the incidence of fraud depends in part upon reducing the public’s susceptibility to the tactics of fraudsters.  People are more vulnerable when they deny their own […]

Dispelling the Illusion of Invulnerability: The Motivations and Mechanisms of Resistance to Persuasion

Authors: Brad J. Sagarin, Northern Illinois University; Robert B. Cialdini and William E. Rice, Arizona State University; Sherman B. Serna, Northern Illinois University Publication: Journal of Personality and Social Psychology Year: 2002 Focus Area: Prevention, Education, Profile Relevance: Reducing the incidence of fraud depends in part upon reducing the public’s susceptibility to the tactics of […]

Consumer Fraud and the Aging Mind

Authors: Denise C. Park, University of Illinois at Urbana Champaign Publication: Scientific Testimony Presented to The Senate Special Committee on Aging Year: 2005 Focus Area: Prevention, Decision Making Relevance: The author outlines the vulnerabilities associated with a gradually degenerating mind and some of the communication strategies that can help marketers, public policy makers, and advocacy […]

Consumer decision making and aging: Current knowledge and future directions

Authors: Carolyn Yoon, University of Michigan; Catherine A. Cole, University of Iowa; Michelle P. Lee, Singapore Management University Publication: Journal of Consumer Psychology Year: 2009 Focus Area: Decision making, Aging Relevance: Understanding of the effects of age on consumer decision making is necessary to understand what leads older consumers to accept fraud and what methods […]

Amygdala Responses to Emotionally Valenced Stimuli in Older and Younger Adults

Authors: Mara Mather, University of California, Santa Cruz; Turhan Canli, State University of New York, Stony Brook; Tammy English, Sue Whitfield, Peter Wais, Kevin Ochsner, John D.E. Gabreli, and Laura Carstensen, Stanford University Publication: Psychological Science Year: 2003 Focus Area: Aging, Emotion, Memory Relevance: Focusing on the positive and forgetting the negative emotional content of […]

Aging and Emotional Memory: The Forgettable Nature of Negative Images for Older Adults

Authors: Susan Turk Charles, University of California, Irvine; Mara Mather, University of California, Santa Cruz; Laura Carstensen, Stanford University Publication: Journal of Experimental Psychology Year: 2003 Focus Area: Emotion, Memory, Aging Relevance: Understanding what information is most likely to be retained by different population segments helps explain why older adults may be more likely to […]

Affective Forecasting: Knowing What to Want

Authors: Timothy D. Wilson, University of Virginia; Daniel T. Gilbert, Harvard University Publication: Current Directions in Psychological Science Year: 2005 Focus Area: Decision Making, Emotion, Prevention Relevance: Poor financial decisions, such as falling for a scam, may in part result from a person’s inability to accurately forecast what will make them happy.  If we first […]

Putting Time in Perspective: A Valid, Reliable Individual-Differences Metric

Authors: Philip G. Zimbardo, Stanford University; John N. Boyd, Stanford University Publication: Journal of Personality and Social Psychology Year: 1999 Focus Area: Profile, Prevention, Emotion, Decision Making Relevance: An accurate assessment of time perspective, a process that influences decision making, could help identify characteristics of fraud victims that make them particularly vulnerable to scams. This […]